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I was told by a large builder in my area that most builders have 3 subs they work with on regular basis, and if you are not one of the three you are there to just be seen. Meaning, they will use you to get numbers, and then pass the work to someone they are familiar with. He told me that the best way to get in with a good company is to find a common contact. Meaning, if your suppliers deal with them, try and set up a lunch, golf outing, etc... to get in front of them in a comfortable atmosphere. After you introduce yourself start off slow just by getting them some information on your company, and then, start smooshing.... You may have to offer your first project with them at a rock bottom price to show what you have to offer. But once you get the first job, knock there socks off with service and quality and you will get in. Once you get in, all you have to do is keep working to get to the #1 spot on the bid list by keeping the smooshing going. Once you start, you have to keep the relationship strong, or someone will come in and blindside you. You can't stop the process, or someone else will look more attractive.
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Matt
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